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Real Estate Marketing Getting Focused
he single biggest question
I get from people getting Let's simplify this whole real
started in real estate (and estate marketing game and boil it
experienced for that matter) is down to this:
"how to find deals?" They say, "I
don't know what to focus on in Who, What, When, Where, Why & How
real estate. Should I focus on (And How Much)!
rehabbing? Should I focus on
finding absentee owners? Should I Who:
focus on direct mail?" Who is that we are going to be
talking to? Who is that we are
The problem with those questions going to be trying to purchase
is that the real estate investor homes from? You may want to work
is confused about the whole in one or two of the following
business of real estate and the markets: foreclosures, absentee
marketing plan behind finding the owners, our probates, divorces,
deals. I understand that you go for sale by owners, tired
to a three-day real estate landlords. This is your market -
training, or you buy a home-study the who.
course, and every angle of real
estate investing is attractive. What:
You can see the potential in all What are you going to say in your
these different markets. marketing? This may be a real
estate marketing script that you
First things first, you have to follow, a direct mail postcard
get focused! This is the only way system that you roll out, or
to get good at overcoming specific copy in your
objections and solving problems advertisement. Understand, that
unique to different types of you are looking for motivated
motivated seller markets. sellers to take action. If you're
taking the time to write a the action they take.
letter, place an ad, etc you want
your prospect to do something Why:
like call you or email you or This is where your real estate
listen to a recorded message! investing exit strategy comes
into play. What are you going to
When: do with the property once you've
When are your prospects going to gained control? Are you going to
receive your marketing message? wholesale it to another investor?
Timing and consistency is Are you going to fix it up and
everything to your real estate flip it yourself? Are you going
marketing campaign. You need to to hold on to it for rental?
be the single person (or company)
they think of when the moment As you grow into your real estate
strikes at which they realize business, you'll have a number of
they are, in fact, a motivated options for each deal depending
seller! on what's most suitable for the
piece of real estate. You may
Where: have properties that you can
Where are they going to receive assign, rehab OR rent. But,
your message? Obviously if you're initially, decide where you are
door knocking, you'll meet them on your real estate investing
at their home. But if you are scale and work within those
marketing to personal parameters. If you are asking:
representatives of an estate, the "Should I focus on rehabbing
attorney may receive the letter houses or should I target
and pass it on. It's important to probate?" you're asking two
think about where your potential different questions.
seller is going to "see" your
message because this will affect How:
The next thing is the Here's a quick real estate
communication method. That is marketing business plan that you
‘how are we going to talk to can implement immediately using
our potential motivated sellers?' the Who, What, When, Where, Why &
So let's suppose your market is How approach:
foreclosures or pre-foreclosures
(the who). The next question is Who: Pre-foreclosures within 2
how? There are basically only weeks of sale at the courthouse
four methods that we can use to (note how specific this is)
communicate with our target What: Yellow legal pad letters
market. When: Two weeks prior to the sale
1. Driving for Dollars (or door Where: Prospect's Home
knocking) Why: Seller is more motivated and
2. Telemarketing has run out of options
3. Direct mail How: Hand-written, hand
4. Mass marketing addressed, first class postage
and return address label
How Much: How Much: Based on a budget of
I toss this in because this is $100/month, I will send 59.5
going to affect your real estate letters each week (remember to
marketing strategies. How much figure out your marketing budget
can you afford to spend? down to the penny - stamps, ink,
Understand for a few dollars a paper, envelopes, etc.)
day, you can have an extremely
profitable real estate investing And there you have it! 7 Simple
business. It doesn't take a lot Steps for your real estate
of money to bring in home run marketing plan.
deals!
About the Author:
To get more real estate marketing tips, visit http://www.MotivatedSellerMarketing.com with Heather Seitz, co-author of Guerrilla Marketing for Real Estate. Get tips and tricks that will unlock the secrets to finding more deals faster, better, and with less time, effort and money.
Source: www.isnare.com
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